Head of Sales - Construction

Sales ManagerWe are Builders FirstSource, America's largest supplier of building materials, value-added components and building services to the professional market. You'll feel proud of the work you do here every day to transform the future of home building and help make the dream of home ownership more achievable. At BFS, we believe building a successful career is not solely defined by a degree. PURPOSE: Assumes responsibility for achieving the annual sales and gross profit objectives of the sales territory by performing the following duties personally or through subordinate sales staff.Supervises the sales force of the territory and assures that customers are serviced in all areas, exceeding expectations.Regularly assesses the strengths and weaknesses of the sales force and develops performance plans, as needed.Recruits new sales talent to meet future sales needs.Sets sales and gross profit goals for existing and prospective customers annually.Assigns customer accounts to sales staff.Conducts territory analyses to determine when it is practical to reassign customers and salespeople.Analyzes sales statistics to formulate policy and to assist sales representatives in meeting their goals.Analyzes sales and gross profit report by outside salesperson and appraises results against plan objective monthly.Responsible for new business development for the Company, including developing ways to increase sales volume, fostering cooperation, formulating new marketing strategies and unique service requirements.Establishes and maintains top-level contact with the management of existing and potential customers. Reviews market analyses to determine customer needs, volume potential, price schedules, etc., Writes an annual marketing and sales plan to assist sales force in achieving existing and new business goals.Assist sales force in negotiating competitive pricing with customers and prospects.Quotes prices and prepares sales contracts.Reviews bids, pricing and sales proposals.Participates with outside sales and advises buyer and other management personnel in establishment of contractor pricing for "directs", regular inventory and special order items.Meets regularly with customers, sales team and management to obtain feedback on customer satisfaction and quality of service.Formulates and recommends policies and objectives to insure the most effective operation of sales activities.Sees that approved policies and objectives are fully understood by all assigned personnel.Networks with experts in the industry to stay current in the latest products, services and customer needs.Continuously analyzes the competition with respect to product offerings, service levels, pricing levels, customer incentive plans, compensation plans, etc.Conducts regular sales meetings and informs the sales force of new developments in products, services and policies.Plans and implements customer events, such as Customer Appreciation Day or open houses.Coordinates liaison between sales department and other sales related units, such as trusses and millwork operations.Maintains contact with and services a few key accounts.Serves as mentor and coach for other sales personnel.Manages the sales staff, including hiring, training, developing, coaching, and performance management to build a first-class sales team. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training team members; planning, assigning, and directing work; appraising performance; addressing complaints and solving problems.Bachelor's degree (B.A. from a four-year college or university preferred, plus 3+ years of directly related experience managing a sales department within the industry, or a combination of education and experience. COMPETENCIES:Language Skills Ability to read, analyze, and interpret general business periodicals, professional journals and technical procedures. Ability to write reports, business correspondence, and sales training tools. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public. Must exercise diplomacy with external and internal customers at all times, oftentimes resolving conflicts with a "win-win" approach. Reasoning Ability Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of information and deal with several abstract and concrete variables. Must exercise good, sound judgement at all times, even under extremely difficult situations with customers.However, certification in such programs as Covey's 7 Habits of Principle Centered Leadership, or schools for sales training is very helpful.Other Qualifications Must have the ability to travel throughout the week. Must be knowledgeable about and follow the company's safety policies and procedures.WORK ENVIRONMENT / PHYSICAL ACTIVITY The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Subject to both typical office environment and outside locations with temperature and weather variations. We invest in your future through the latest training, tools, and technologies. You'll be empowered to try new things, gain new experiences, and build a career with unlimited horizons. The scale and depth of resources that being the #1 building materials distributor in the nation provides a variety of opportunities for you to explore – all in a friendly, people-first environment. Our goal is simple — provide great plans that help you and your family to live happier, healthier and more secure lives.